The Management Of Conflict In Buyer-Seller Relationships: A Case Study Of An Australian Exporter In Asian And Us Markets

Freeman, Susan (2003) The Management Of Conflict In Buyer-Seller Relationships: A Case Study Of An Australian Exporter In Asian And Us Markets. Asian Academy of Management Journal (AAMJ), 8 (2). pp. 1-24. ISSN 1394-2603

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    Abstract

    This paper will extend the conflict management stream by examining the complexity of conflict in buyer-seller relationships, comparing Western and Asian markets and their "contextual boundaries". Specifically, a model is developed linking different dimensions of cross-cultural business relationships to different dissolution and communication strategies for managing conflict. Multiple in-depth interviews in a single case study provide support for the theoretical development of a model of five key factors important in the selection of appropriate conflict management styles by the focal firm when managing buyer relationships in psychically distant markets.

    Item Type: Article
    Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28-70 Management. Industrial Management
    Divisions: Penerbit Universiti Sains Malaysia (USM Press) > Asian Academy of Management Journal (AAM)
    Depositing User: Mr Firdaus Mohamad
    Date Deposited: 20 Jul 2017 16:30
    Last Modified: 20 Jul 2017 16:30
    URI: http://eprints.usm.my/id/eprint/35741

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